Should you be leading with your price in sales pursuits?
On Jake Dunlap’s LinkedIn Live, Todd goes on a 1-minute rant on the answer. #salestips
The Power of Revealing Your Pricing Early
The strategy of waiting to reveal or talk pricing? In a recent study published in this month’s Journal of Marketing Research, it’s eroding trust, minimize deal values, and long term it’s eroding the value of upsells and cross-sells. Transparency...
The “Pipeline Coverage” Myth: Rethinking “Sales Pipeline-to-Quota” ratios
Filed under: Something I now realize I did wrong as a CRO – and you may be thinking about incorrectly, too. It’s the “pipeline-to-quota requirement ratio” – which sounds like this (and I probably said this at some point): “We close 25-35% of our...